“… an interesting and insightful book that breaks down ‘what good businesses do’, in a format that is easy to understand. A really good read.”

Gary Brook, Head of Corporate Communication, Leeds Building Society

“This is a game changer for any business wishing to grow and develop.”

Viv Williams, CEO, 360 Legal Group

“If you have a business that needs a boost, then it shows how anyone can become a ninja at business development.”

Heather Townsend, author of The Financial Times Guide To Business Networking

What do we have to do to be more successful?

How do we attract new customers and clients?

How do we work more effectively with the customers or clients we already have?

How do we generate more profit?

By the time you have read and digested the 650+ tips, tools, techniques and strategic questions in this book you will have the answers to all of these questions. You will also know what to do to get bigger and better results.

“I am 100% confident that you will find the book engaging, provocative and informative and that, if you follow the steps, you will automatically experience massive improvements in your business development results.” – Ian Cooper

Table of Contents

Contents List

Introduction

Chapter 1 - The 21 Common Sense Business Development Truths

1. Focus On Converting Leads, Not Just Generating Leads

2. Exceed Customer Expectations

3. Speak To Potential Customers And Clients And Speak To Them Nicely

4. Be Open For Business

5. Dont Let Your Administration Get In The Way

6. Theres No Job More Important Than Helping Customers or Clients Part With Their Cash

7. Dont Let Technology Get In The Way

8. Quality And Word Of Mouth Counts For Everything

9. Actively Strive For Consistency

10. Recruitment Is Part Of Business Development

11. Keep In Touch With Your Existing Customers And Clients

12. Master Social Online Media

13. Test Your Ideas, Concepts And Prices

14. Plan, But Keep Things Simple

15. Take Complaints Seriously

16. Make Your Customer Or Client Environment Appropriate

17. Train Your People To Spot Opportunities

18. Get Out Of Your Office Or Premises And Mix And Mingle

19. Find A Niche And Specialise

20. Model What Works Best

21. Be Squeaky Clean

Chapter 2 - Asking The Right Business Questions: A Toolkit For Business Development

The 5 Impact Questions

The 100 Business Development Questions

Chapter 3 - The 20 Business Development Pricing Tools, Truths And Techniques

1. Winning Business Is Not The Most Important Thing  Being Profitable Is.

2. Price Is A Communications Issue, Not A Financial Or Accounting One.